The Effects of Personality Factors on Sales Performance of Takaful (Islamic Insurance) Agents in Malaysia (original) (raw)
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2017
A “suit and hard sell tactics” do not define superior selling. Many determinants impact sales performance and that distinguish superior salespeople from inferior salespeople (Sardar and Patton 2002), thus raising the need to investigate salesman’s personality trait and its effect on sales performance among FMCG IN Nigeria. Data were randomly collected through self-administered questionnaire to 54 respondents comprising of sales managers and salespersons of the selected cosmetics firms using convenience sampling technique and were analysed using Pearson correlation co-efficient statistical model. The Cronbach’s alpha was used to test the reliability of the measuring instrument. Results show that a positive and strong relationship exists among the three personality traits factor examined to influence sales performance (Empathy, assertiveness and ambitiousness). The study recommends amongst other things; the need for firms to boost salesmen capability, integrity, trust and confiden...
Canadian Institute for Knowledge Development (CIKD)
The purpose of this study is to examine the relationship between sales forces’ personality traits and customer relationship management in Asia Insurance Company in the city of Isfahan. The statistical population of the current study includes sales forces of Asia Insurance Company in Isfahan which consists of 170 members. A sample of 120 employees was selected from this population based on the sampling table. To examine the personality traits of the sales forces in this population and measuring its dimensions, a standardized questionnaire of big five model came into use. This questionnaire was distributed among sample members and they were asked to answer the questions. To examine the validity of the questionnaire, the professors and researchers were asked to review and modify the questionnaire. The final version of the questionnaire was prepared after some modifications. Moreover, Cronbach’s Alpha Coefficient was used for examining and confirming reliability of the questionnaire. In order to analyze the research data and test the research hypotheses, structural equation modeling method was used in Amos 21. The results of the study revealed that there is a significant relationship between sales forces’ personality traits and customer relationship management.
PERSONALITY CHARACTERISTICS THAT PREDICT EFFECTIVE PERFORMANCE OF SALES PEOPLE
In sales literature the role of personality traits in the prediction of salespeople's performance is a hot topic. This study, based upon an administered personality test, suggests that salespeople's personality traits-specifically, the ability to elicit information from others, to self-monitor during conversations, and to adapt during conversations-are good predictors of performance.
Factor analysis of the personality dimensions of sales associates in the finance and insurance sector, 2022
The aim of the present study is to ascertain the factors of a sample containing 1000 people from the finance and insurance sector via the shortened version of the California Psychological Inventory probing the respective personality dimensions. The additional objectives include the comparison of previously identified results and factors obtained on a standardised Hungarian sample. In light of the above, I forward the following hypothesis H1): The number and content of the factors explored by the S-CPI (principal component analysis) on the present sample significantly differs from that of the number and content of factors identified and arrived at during the 1985 standardisation process, mainly due to the impact of the following dimensions: Sociability, Social presence, Dominance, and Self-Control. The practical application of the respective research results indicates a difference between the personality of the average Hungarian citizen and that of the average sales associates in the given sectors.
Leadership Moderating the Impact of Personality Traits on Sales Performance
International Journal of E-Business Research
This study aims to detect the impact of three personality traits on agents' sales performance. The moderating role of the unit manager's leadership style is highlighted too. MLQ-5X and Mini-IPIP questionnaires were distributed to 200 insurance sales agents in Lebanon. Using SEM, extraversion is found to be positively and significantly affecting sales performance whereas the neuroticism's impact is found to be negatively significant. Moreover, the transformational and the laissez-faire leadership styles are found to strengthen the positive relationship between extraversion and sales performance. Transactional leadership seemed to boost the negative relationship between neuroticism and sales performance. This study fills a gap in the literature and enriches it, specifically when it comes to the insurance industry in a Lebanese context.
SELF-AWARENESS AND SALES REPS PERFORMANCE: INSIGHTS FROM INSURANCE SALESPEOPLE IN PORT HARCOURT
Nigerian Journal of Management Sciences , 2022
This study examined the influence of self-awareness on sales reps' performance. The survey research method was adopted for the study on a population comprising twenty five (25) insurance firms in Port Harcourt. The simple random sampling technique was adopted and executives (marketing manager, customer relationship manager and supervisors) and six (6) staff was drawn from each of three departments of these insurance companies to serve as test units. A total of 225 respondents thus participated in the study. However, data discerned from 200 copies of questionnaire were utilized in the final analyses. These 200 copies of questionnaire represents 98 per cent response rate. A 5-point Likertscale questionnaire served as the research instrument. The study adopted descriptive statistics and simple regressions statistics to examine the influence of self-awareness on sales reps' performance. The results showed that self-awareness has a moderate, positive and statistically significant influence on customer expansion, but a strong, positive and statistically significant influence on customer service. The study concludes that self-awareness drives performance of sales reps of insurance firms in Port Harcourt, and recommends that managers of insurance firms in Port Harcourt that desire to spur improved performance of salespeople should orchestrate learning opportunities that enable them improve self-awareness.
Purpose - The aim of this paper is to examine the impact of Big Five Factor of personality traits on salespeople’s’ performance, taking into consideration the mediating role of customer orientation, as well as exploring the moderating role of culture. Design/Methodology/Approach – The Big Five Factor (BFF) of personality traits was used in this paper base on salespeople’s performance literature. This paper proposed a framework with customer orientation as a mediating factor and culture as a moderating factor of salespeople’s performance. Findings – Research on salespeople’s performance is an ongoing process, which has attracted much attention from various stakeholders to find out befitting combination of factors for effective salespeople’s performance. This paper found out that no specific sets of factors could lead to effective salespeople’s performance in all situations because performance is a context-based outcome. The big five factor alone cannot effectively explain salespeople’s performance. Salespeople’s customer orientation can play a significant mediating role in the big five-factor framework in predicting salespeople’s performance. Additionally, the moderating effect of salespeople’s culture in the proposed model is revealed to help enormously in determining differences, if any, in the salespeople’s performance. Originality/value - The in-depth review of different factors influencing salespeople’s performance helps practitioners (such as sales managers, executives, supervisors, as well as human resource managers) by signifying which combinations of factors can best predict better salespeople’s’ performance in particular instances, hence assist proper decision as regards to potential sales team. In addition, the proposed framework in this paper helps researchers by providing a tool for systematic evaluation and testing of real empirical situation of salespeople’s’ performance. Keywords – Big Five Factor, Salespeople’s’ performance, Customer Orientation (CO), Personality traits Paper type – Conceptual paper
Personality Traits and Sales Effectiveness: The Life Insurance Market in Poland
Journal of Entrepreneurship, Management and Innovation , 2018
Within organizations in industrialized countries, the quality of human resources tends to become a major issue on the path to achieving a competitive advantage. According to the author's research, the implementation of the five-factor model of Costa and McCrae provides the solution for the abovementioned problem. This article demonstrates the crucial utility of the five-factor model of Costa and McCrae in the context of life insurance industry effectiveness from both the theoretical and practical perspectives based on a case study of the four largest life insurance companies 796 most effective agents. Results imply the existence of a positive correlation between the level of the selected personality traits intensities and the life insurance agent's sales efficiency. Moreover, as levels of the personality traits of " openness to experience, " " consciousness, " " agreeableness " and " neuroticism " are the predictors of life insurance company effectiveness, there are fundamentals for induction to be appropriate for the whole retail financial sector human resources management system.
2019
A Salesman's personality is a very important factor in his career to be productive and lead the high level of job performance. It is also challenging for employers to find qualified talents. However the purpose of this study is to determine the relation between the dimensions of personality and the performance of sales personnel among the private companies of Bangladesh. A well designed structured questionnaire was also developed and the data were collected through direct interview and email through from the randomly selected 220 sales personnel of various private companies located in different parts of Bangladesh It was hypothesized that there is likely to be a significant positive relationship between big five personality traits and job performance of sales personnel and this was therefore postulated that personality traits are likely to be the major predictors of job performance. This study has used descriptive statistics, multiple regression and correlation analysis. The fin...
Self Efficacy, Goal Commitment and Sales Performance Among Insurance Sales Agents in Mombasa, Kenya
The purpose of this study was to examine the Mediation effect of goal commitment on the relationship between self-efficacy and sales performance. The study adapted explanatory research design targeting 448 insurance Sales Agents in Mombasa County, Kenya. Using self-administered questionnaires, reliability test of the research instrument was done by the use of Cronbach. Pearson Correlation and conditional process analysis, model 4 was used to analyze the data and to test the hypotheses. The study found that self-efficacy and goal commitment had a positive and significant direct effect on sales performance. Further, the study confirmed a Mediating effect of goal commitment on the indirect relationship between self-efficacy and sales performance. The findings of the study confirm a positive effect of self-efficacy on sales performance and goal commitment. Goal commitment was also found to positively affect Sales Performance. Furthermore, the result confirms the Mediating effect of Goal commitment on the relationship between Self-Efficacy and Sales Performance. Managers and policy makers should therefore put strategies in place that help their sales persons to know the right thing to do in every selling situation. This can be done through indoor training programs as it helps them feel confident of their ability to perform their sales job well and effectively.